cloud: session 9: compensation and motivation in the cloud

Compensation and Motivation in the Cloud

Cloud

Chris Newton

VP Marketing, #XactlyCorp, www.xactlycorp.com

4/26/2012 ©2012 SugarCRM Inc. All rights reserved. 2

Compensation and Motivation in the Cloud

VP Marketing | Xactly

Chris Newton

LEADER IN SAAS INCENTIVE

COMPENSATION MANAGEMENT

FASTEST GROWING PROVIDER

– OVER 400 CUSTOMERS

FOCUSED EXCLUSIVELY ON

INCENTIVES AND COMPENSATION

MANAGING >$6 BILLION IN

COMPENSATION ANUALLY

MEET XACTLY

COMPENSATION

EXPERTSNOT PROGRAMMERS

FOCUS AND EXPERIENCE MATTER

NBC UNIVERSAL

“We looked at all the major players and

Xactly blew everyone away. They are all

IT & comp geeks – exactly what I was

looking for.”

Eric Johnson, VP of Commercial

Excellence, NBC Universal

TECHNOLOGY

CUSTOMER

1

CUSTOMER

2 CUSTOMER

3

CUSTOMER

4CUSTOMER

5

RAPID PREDICTABLE DEPLOYMENT

FASTER TIME TO VALUE

SELFCONFIGURABLE

AGILITY

MEET DYNAMIC NEEDS

WITHOUT MESSY CUSTOMIZATIONS

SERVICE

INNOVATION

KEEP COSTS DOWN

TEST ONE VERSION

BETTER QUALITY

PRODUCT

ALWAYS CURRENT

HIGHLYSECURE

SECURITY

INTEGRATION

SCALABILITY

F500 CUSTOMERS

THOUSANDS OF PAYEES

Incentives Work

How do we know: Science

How do we know: Stop smoking now!

How do we know: The Math Problem

Why don’t we use incentives more?

Wrong

Lack of Visibility

Misalignment

Why do we mess it up?

146%

7%

36%37%

25%

PROVEN CUSTOMER SUCCESS

FASTER REVENUE GROWTH

MORE REPSMAKE

QUOTA

SHORTERSALES

CYCLES

QUICKER

SALESLOWERSALES

TURNOVER

Return to science

Fix: Use the right technology

Right tools: Leaderboards

Right tools: Mobile

Fix it: Expand it

Expanded incentives in effect

Expanded incentives in effect

Too Soon!

Too Late!

On Time.

INSIGHTS

TURNOVER AMONG TOP PERFORMERS?

QUOTA ATTAINMENT BY POSITION?

HOW MANY PAID ON EACH DEAL?

COMPARED TO YOUR PEERS…

Incentives

4/26/2012 ©2012 SugarCRM Inc. All rights reserved. 33

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